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2004 | OriginalPaper | Chapter

Sales Territory Alignment

Authors : Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

Published in: Sales Force Design For Strategic Advantage

Publisher: Palgrave Macmillan UK

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Sales territory alignment is strongly connected to sales force performance. For example, consider two sales territories from the Midwest region of a large company. The Chicago territory leads the region in sales and as a result, the salesperson earns high commissions. The salesperson works hard and seems to be always on the road visiting customers. Yet many prospective customers from the territory have never been contacted and some existing customers complain that they are not getting sufficient service. Sales to existing customers have remained almost flat and sales to new customers are low.

Metadata
Title
Sales Territory Alignment
Authors
Andris A. Zoltners
Prabhakant Sinha
Sally E. Lorimer
Copyright Year
2004
Publisher
Palgrave Macmillan UK
DOI
https://doi.org/10.1057/9780230514928_8